A more customer-focused organisation and technological innovation are at the heart of a restructuring programme designed to restore growth at etrials Worldwide, the loss-making US-based supplier of adaptive eClinical software and services.

The overhaul sees the departure of three etrials executives: Chuck Piccirillo, the vice-president of product development who was the company’s interim president and chief executive officer (CEO) from July to November 2008; Stuart Thiede, vice president of service delivery; and Michael Harte, vice-president of strategic accounts. Harte, who is setting up his own consultancy, has agreed to remain active with etrials during the realignment process.

The goal is to re-organise the company’s structure and management to bring operations more into line with etrials’ key customer segments – clinical trial sponsors and contract research organisations – and to leverage more effectively the company’s “significant strengths to capture future opportunities for growth”, it explained.

By resizing its organisation, etrials wants to ensure its customers can rapidly capture high-quality clinical trial data by drawing on the company’s “extensive” global experience and the “full breadth of its eClinical and integration capabilities”. The new structure will increase accountability, expedite decision-making and align the organisation with three core objectives:

- Expanding customer-centric culture and capabilities. This will involve organising services around user segments rather than products and developing “rich experiences” for each client segment.
- Taking the lead in next-generation eClinical platforms, with a broad spectrum of offerings targeted at anything from large pharmaceutical companies to small biotechs and specialist contract research organisations.
- Driving organisational effectiveness and scale, with resources focused on “high-impact, value-added initiatives to help capture the most significant long-term growth opportunities”.

According to Denis Connaghan, who took over as etrials’ permanent president and CEO in November, the eClinical market continues “to grow and evolve at a rapid pace, and we’re reshaping etrials to be a leader in this transformation, just as we did successfully three years ago”.

The strategy “capitalises on big emerging trends and leverages our core strengths in data capture, end-to-end trial visibility and tightly managed control mechanisms”, Connaghan added.

In October etrials said it had taken on Emerging Growth Equities (EGE) as an exclusive financial advisor “to assist in evaluating strategic or other alternatives with a focus on acquisitions that may be available to the Company”.